Key Account Manager

For the expansion of our Canadian Key Account Management team, argenx is looking for a Key Account Manager (KAM), Vyvgart (efgartigimod alfa). This position is an excellent opportunity for an experienced KAM, who is ready for a new and exciting challenge with commercial responsibility for innovative medicine in areas of high medical need. This is a highly visible role and a great opportunity to contribute to the launch of VYVGART®, as well as argenx, in the Canadian marketplace.

As a KAM, you will be responsible for your territory and accountable for delivering sales performance and growth, in line with commercial targets. You will be fully responsible for producing, implementing and monitoring your territory account plan, and achieving related business performance metrics for your territory. You will be selling to targeted decision makers and stakeholders defined in the account plan, generating and maintaining strong, cooperative, customer relationships. The KAM is the first contact for health care professionals and must be the champion for patient-centric and customer-focused strategies in the territory. The KAM must collaborate effectively with a broad range of internal and external stakeholders, including Medical, Commercial, Market Access, Patient Services, Legal, Compliance and HCPs.  

This position will cover the following territory: Western Canada (AB, BC, SK).

Roles and Responsibilities:

Achieve Sales Targets

• Achieve or exceed sales or targeted goals

• Work collaboratively with the account team to drive actions that secure and maintain appropriate access for VYVGART

• Deliver all field-based sales metrics and activities within the Plan of Action, including (but not limited to):

  • Agreed key performance indicators (e.g.: sales, market share, growth, etc.)

  • Activity/coverage (of target customers)

  • Selling skills

  • Account plans/account management skills/business plans

  • Account formulary, guideline and treatment algorithm goals
     

• Submit accurate and timely expense reports, maintain account records and submit timely and thorough account and territory reports

• To lead by example and conduct all activities within the letter and spirit of the Innovative Medicines Canada code of ethical practices, in addition to all company policies and procedures

Account Management & Ways of Working

• Support the development of Key Opinion Leaders from target accounts

• Develop strong relationships by understanding each customer’s needs, goals and competitive product standing

• Lead the production, documentation and implementation of detailed account level business plans, aligned with regional and national brand objectives

• Drive account focused activity that is led by local needs and priorities and aligns with the brand strategy for VYVGART

• Foster true cross-functional collaboration focused on delivering commercial success

• Provide key account-level insights into brand planning to ensure that the VYVGART strategy and tactics are fit for purpose

• Develop expertise in neurology/rare disease as well as  detailed account level knowledge

• Coordinate all argenx Canada account level interactions

• Maintain a high degree of competence in the areas of product knowledge, disease state knowledge, and industry knowledge impacted by argenx products
   

Business Planning and Execution

• Development of a comprehensive, territory specific business plan which includes strategies and tactics aimed at achieving annual sales goals set by management to rigorously review and ensure all account level activities align with the brand strategy, reviewing documentation in accordance with the relevant governance processes

• To lead the account team to deliver focused account plans to support and achieve sales targets within the given timeframe

• To ensure that all knowledge management and CRM systems are maintained in accordance with argenx standards and operating procedures

• Ensure expenditure is within agreed budget

Skills:

Essential

• Highly developed selling skills, commercial acumen and business insights

  • Exceptional communication skills, with a demonstrated ability to adapt to different customer types and circumstances

  • High level of influencing and negotiation skills

  • Consistent successful sales track record (including specialty/hospital experience)
     

• Significant key account management experience and capabilities

  • Previous evidence of successful working in a cross-functional team

  • Ability to translate business insights into commercial action plan

  • Ability to demonstrate strong commercial focus and business acumen

  • Ability to understand and communicate high level scientific data
     

• Sound understanding of the IMC code and implications for field representatives

Desirable

• Proven working knowledge, experience and customer relationships within territory  

• Prior market access experience – field or head-office based

• Experience working in neurology or rare diseases

Personal Skills

• You have a professional presence, self-confident and self-driven, with a positive attitude

• You are a connector, building relationships and partnering inside and outside the company in order to achieve the individual and team goals

• You excel in a fast-paced, results-driven and highly accountable environment

• You are pragmatic, creative and innovative and lead while "rolling up your sleeves" to get it done

• Sees the big picture (enterprise thinking) with the analytical ability to understand and assess the detail

• Team focused, with a proven ability to work within an account management framework

Education and Qualifications:

• University degree in scientific or business-related subject or equivalent qualification

• Minimum 8-10 years of successful field experience in the biopharmaceutical industry

• 2+ years of institutional, specialty or rare disease sales experience

• Start up or launch experience preferred

• At least 2 consecutive years of documented sales success

• Strong work ethic

• Maintain a safe driving record

Job Dimensions:

• Field based (with attendance at head office when required, generally 1-2 days per quarter)

• Travel 25-50% and coverage of large geographies including multiple provinces

• Overnight, multi-night and/or weekend travel may be required to accomplish desired objectives

• Bilingual (English/French)

• Accountable for territory performance and expenditure

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